Outlaw Group, Inc.

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Increasing Results... Through People's Performance

Outlaw eReport

INSIGHT TO ACTION

Our weekly eReport series has been focusing on getting a positive jump-start to 2003. As business people we know it is very important to set the tone for the year which generates results early.

What will generate the results needed? As we pointed out earlier, if we continue doing what we did last year and conditions remain essentially the same, our results will be similar. If the results we achieve are not as good as we want, what must we do?

To improve we must develop a more effective strategy based on improved business insight and greater customer awareness. For example, a number of years ago Sears was a market leader in retail. K-Mart emerged to challenge them. Both businesses had many individuals that were very intelligent, educated in the finest schools, but yet Wal-Mart beat out both and they fell by the wayside. What was the difference?

One of the primary differences with these three companies and those in any field, whether retail, manufacturing, or even in your own industry, is "insight". The organizations and individuals with the keenest insight and the greatest awareness of their customers, employees, and what is needed to satisfy both, usually win. Knowing your environment and the proper time to act is essential. All too often businesses and managers work too hard developing the wrong strategies, building wrong skills, and pursuing the wrong objectives. The Sun Tzu, the great Chinese General, in his book Art of War, stated "on any given day when a bear and an alligator fight, the outcome is not determined as much by the skill or strength of the combatant, but whether the battle is fought on water or on land."

As you move into 2003 make sure the battles you fight are in the places where you have the greatest advantage. Plan and prepare for your success.

To make sure that you are using your strengths and focusing on your customers' needs to the greatest advantage, take the time to evaluate and develop strategies in these seven key areas. These key areas are your prospects, promotion, people, process, product, preparation, and most importantly, purposeful action.

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Use the following questions to help develop and define your strategies in each of these areas. Also use the questions as thought starters. Application of these strategies will help generate quick dividends.

PROSPECTS

Have you identified all the mot likely prospects for your services or products?
Do you have the phone number, mailing address, or email address of all those identified in an easily accessible format so you can contact them easily?
Are you focusing on qualified prospects that have: 1) an identified and perceived need for your products or services; 2) have the ability to make or commit to a purchase decision; 3) have the financial ability or money to buy? Remember now is not the time to focus on poor quality prospects!
Is the current, active prospect-base or pipeline adequate to support sales objectives?

PROMOTION

Is a potential customer or current customer reminded frequently about you and your organization, and what you can do to help them?
Is your product or service positively differentiated from your competition and most important are your customers very aware of these key differences and their value?
Has the "real" value of your product or service (not its characteristics or features) been communicated to prospects and customers? IF not, how will you do it now?
Do you constantly have a "top of the mind" presence with your best prospects?

PEOPLE

Does the organization have each position staffed with a high-performing, motivated individual? - Is there a need for more high-performing salespeople?
Does each individual know what is expected of them and has any area of short-fall been identified to them?
Has each individual's performance been evaluated against standards recently?
If an individual is not performing up to expectations, does the manager know the cause and very importantly have a plan to resolve it quickly?
Is there a plan for upgrading the performance of individuals, especially those responsible for sales, through coaching and skill development?

PROCESS

Is the communication process with the organization clear and does it facilitate the timely flow of key information?
Are the lines of responsibility clear for tasks and are people held accountable for commitments they make?
Do the members of the work group cooperate and work with each other with little conflict? If conflict occurs is it resolved quickly and positively?
Are decisions make in a timely manner or is there access to those who have to make decisions?

PRODUCT

Does the current portfolio of services and products match customers' needs?
Are the product offerings categorized in a manner that makes it easy to present them to customers with positive reasons for differentiations?
Are there ample products and services available for delivery to customers once they buy?
Are there ample materials to communicate the product's capabilities?

PREPARATION

Is there a clear strategic plan for the organization that can be implemented easily?
Are there ample resources to allow the implementation of the plan quickly?
Do employees' have the necessary skills and knowledge to be successful? What additional training is needed to improve effectiveness?
What other tools or assistance is needed?

PURPOSEFUL ACTION

Is there a time table or deadlines for key tasks to ensure results occur early?
Is there a commitment to invest the time and effort to generate results?
Is there a plan in place to reward those who take action and produce results?
Is there a plan to address those who do not invest the time and effort to produce results early in the year?

How a year starts has a significant effect on performance levels, and especially as to how the year ends up. At The Outlaw Group our focus is "ROTE". We are focusing very strongly on the "Results On Time and Effort". We want to make sure that the Time and Effort we invest pays significant dividends.

One of the best ways to have a great 2003 is to start with a great January and February. When you read this, January will be almost over. How have the first weeks been? What do you need to do to make the next weeks better? ACT NOW!

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Would you like executives, managers and salespeople to receive The Outlaw eReport? Email your list of email addresses to Info@outlawgroup.com and we will add them, as a complimentary service for you.

If you would like to receive information on Wayne's programs for your entire sales force call 800-347-9361 or email Jill Kelso, Director of Client Relations, at jkelso@outlawgroup.com.

For more information on how to book Wayne for your next event contact us - Click Here

Outlaw Group, Inc.

900 Johnnie Dodds Blvd. Suite 115 •Charleston, SC 29464 • 800.347.9361 • fax 843.881.1758 • info@outlawgroup.com

www.outlawgroup.com ~ www.wayneoutlaw.com ~ www.smartstaffing.net